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B2B Growth: A Daily Podcast for B2B Marketing Leaders

B2B Growth is a podcast dedicated to helping B2B marketing leaders achieve explosive growth. Each episode features an interview with a B2B marketing executive or thought leader, discussing topics like: B2B marketing strategy, account-based marketing (ABM), content marketing, marketing technology (MarTech), B2B strategic partnerships, aligning marketing with sales, social media, content creation and promotion, leadership, buyer personas, agile marketing, and more.
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B2B Growth: A Daily Podcast for B2B Marketing Leaders
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Now displaying: 2016
Aug 7, 2016

To get prospects emotionally connected to your business, you must understand two things: the questions prospects have throughout the buyer journey and what makes your business remarkable.

If you can tie these two together, you’ve got a content marketing strategy made for success.

Mike Lieberman, Co-Founder and President of Square 2 Marketing, explains this concept and dives into detail on how to fully understand the buyer journey, ways to identify things that make your business remarkable, an agile approach to content marketing, and how to measure strategy success.

Aug 6, 2016

Optimizing the creative elements of advertisements often gets overlooked. But what if we told you there were three simple changes you could make to your Google Ads that would increase clickthrough rate by 96%?

Those data tips along with other helpful information on creative optimization is discussed in this episode with Jason Puckett, Founder and CEO of AdBasis.

Jason explains creative optimization, how to test the creative elements of your ads, and statistics of what happens when you make small changes to your Google Ads.

Aug 5, 2016

Wouldn’t it be great to work from home whenever you needed to without the unpredictable nature of freelancing?

Wouldn’t it be even better to be evaluated on the results of your labor rather than how many hours you spend chained to your desk?

If you think it sounds like a fantastic set up, you can bet that your employees do, too.

Jobs with work flexibility like this do exist. For some companies, what employees can produce in terms of results is far more important than how many hours they stay at the office.

In this episode, Irv Shapiro, CEO of DialogTech, explains why his company has a flexible work schedule and why he thinks nearly everyone else should, too.

Aug 4, 2016

Consumers want to know that companies are being transparent with them. But what exactly does that mean?

Many companies are struggling with the idea that being open and honest doesn’t necessarily mean opening the floodgates to release any and all information.

So, how do you figure out what you can and should reveal for transparent communication? How do you convey the reasons for keeping some information quiet to your employees, such as sales reps, who deal directly with the public?

In this episode, Jennifer Rock and Mike Voss, Principals at ROCKdotVOSS, discuss tips on how to communicate transparently with customers in the right ways.

Aug 3, 2016

First dates are uncomfortable.

Even if things go well, there are plenty of opportunities to embarrass yourself or make the other person never want to see you again.

Your first sales call with a potential customer is your first date. There are lots of ways to trip up so that they go looking for someone new.

In this episode, Josh Braun, founder of Sales Junkie, lays out his framework for a first sales call to avoid the pitfalls that keep you from getting a second date.

Aug 2, 2016

The idea that sales reps and marketers really need a marriage counselor has nearly reached the point of cliché.

It makes you wonder: is this really still a problem?

Unfortunately, it is. Changes in how buyers go through the sales funnel have only intensified the issues. The prevalence of negative stereotypes for both groups hasn’t helped, either.

In this episode, Tracy Eiler, CMO of Inside View, talks about the continuing problem of aligning sales and marketing and what you can do to make your teams kiss and make up.

Aug 1, 2016

Since the ‘80s, video (along with anything else new) was going to “kill radio.”

Yet, the mass medium is still kicking. Instead of quietly slipping away into the shadows of history, radio has grown and evolved. It has splintered into new forms to produce multiple highly targetable audiences.

In this episode, Mark Lipsky, President and CEO of The Radio Agency, talks about the four types of radio and how to use radio marketing to reach your target audience more effectively.

Jul 31, 2016

What’s your plan for managing big data once you buy it?

List companies aren’t going to ship you something that’s ready to drop into one-to-one emails, because they don’t know your business that well.

So what do you do with this huge hunk of data? You must understand the different marketing routes to take, and how to execute each with precision.

In this episode, Rick Holmes, Founder of Every Market Media, walks us through the three ways sales teams can utilize email marketing data.

Jul 30, 2016

We all see how websites have become saturated with advertisements.

So much so, that people’s minds have been trained to glaze over online ads.

So what’s an advertiser to do?

In this episode, Jeremy Carlin, VP of Business Development for JetPack, explains non-standard display advertising and how to create quality ad and user experiences across different devices.

Jul 29, 2016

The voice of your customers packs a punch in your sales cycle.

Their voice is required early with case studies and quotes, and later with peer-to-peer phone calls before the close. How are you harnessing this powerful voice?

In this episode, Jim Mooney, Founder and CEO of RO Innovation, shares examples of customer reference management and how to leverage the voice of the customer.

Jul 28, 2016

You might think you are a master at sales automation, but there are always areas to improve.

What systems do you have in place? How are your platforms communicating with one another? Do you fully understand the pros and cons of the sales automation tools you use?

In this episode, Keith Hanson, CEO of Twin Engine Labs, cracks the surface and breaks down 5 ways to automate every area of your business.

Jul 27, 2016

You know the saying: different strokes for different folks?

The same concept applies to delivering feedback to your sales reps. The problem is, most CRMs are missing this crucial sales analytics metric.

Reps grow at different speeds in different areas, but the goal is to always grow up and to the right together. So how do you collect data and personalize feedback at scale?

In this episode, Duncan Lennox, Co-founder and CEO at Qstream, talks about how you can improve sales rep productivity and performance at scale.

Jul 26, 2016

Once you have your customer’s attention, what is their buyer experience?

Are you maximizing the experience to make it easier on them, to grow the relationships, or to further the connection with them? If you’re only communicating on an as-need basis, what’s separating you from your competition?

In this episode, Matt Ruedlinger, President of Triple R Marketing, gives us a deeper understanding of how to create an indispensible signature experience.

Jul 25, 2016

The best brands are built from the inside out.

A lot of the times we focus on how we communicate to the marketplace, not realizing how strongly our internal systems correlate with our external brand.

In this episode, Bill Gullan, President of Finch Brands, shares a 5-step process to build a B2B brand from the inside out.

Jul 24, 2016

Are your potential clients excited about your product?

With a killer demand generation strategy, they will be.

Demand generation is ultimately all of your marketing efforts in a nutshell. With a data-driven strategy, you can spend less energy hunting down leads, and more time helping people discover and accept your product on their own.

In this episode, Kevin Knox, CMO at PowerDMS, talks about the 3-part demand generation strategy he uses to track how potential leads progress from being mildly interested in the product to actively entering the sales funnel.

Jul 23, 2016

Your brand’s story is an essential selling point that might be falling by the wayside.

Not only do you need to clearly define what you’re selling, but you need to express why you’re selling it. Connecting your brand communication strategy to the problems your client is where deals close.

In this episode, Jen Grisanti, story career consultant at Jen Grisanti Consultancy, Inc and writing instructor at NBC, talks about the elements of a brand’s story and how to use that story to drive sales.

Jul 22, 2016

What does competitive barbecuing have to do with B2B sales?

Not much in literal terms; however, as a metaphor for how to make your business stand out and maintain customer loyalty, there’s a lot to be learned.

In this episode, Nate Kontny, CEO of Highrise, explains how a quote about barbecue made him re-evaluate which elements are most important for maintaining B2B customer loyalty.

Jul 21, 2016

You know the value of your product, and you know exactly what type of client could use it, right?

But what if nearly all potential clients tell you that your product is interesting, but not right for them?

If you keep running into dead ends marketing your product, it’s time to rethink how well you know what your product market fit.

In this episode, Dave Byman, VP of Sales for LabelInsight, explains how he stopped banging his head against the wall and started figuring out the actual market fit for his product.

Jul 20, 2016

The #1 reason people leave their jobs is because they don’t like their bosses.

Of course, the reasons why people don’t like their bosses could be limitless, but generally it boils down to this unfortunate reality: there is a lack of emotionally intelligent leadership.

By improving in this area, not only can you ensure that your employees will want to continue working for you, but you can also increase their productivity.

In this episode, Dana Oliver, author of Mantra Leadership and Mantra Design, explains what it means to be an emotionally intelligent leader and offers tips on how to grow in that area.

Jul 19, 2016

Over the course of the last 10 years, we’ve seen the current generation of sales and marketing leaders rightfully think that software will help with their jobs.

But software is no silver bullet. You have to approach the issue with eyes wide open.

The day your sales spreadsheet breaks, that’s the day you go looking for a CRM solution. Yet, if you don't know what you’re doing, software won’t help you.

In this episode, JP Werlin, Co-Founder & CEO of Pipeline Deals, talks about why technology won’t solve your sales problem.

Jul 18, 2016

In order to start connecting your creative and your analytics, you have to first create a connected infrastructure.

Look at current clients, at the characteristics from your CRM, and push that data into a platform like LinkedIn and find look-alike profiles. Then come up with a targeting plan to drive in that traffic that you’re looking for.

In this episode, Sebastian Jespersen, Founder & CEO of Vertic, covers this and more as he explains how to connect your creative with your analytics.

Jul 17, 2016

The sales multiplier effect is simple: how do you take one person and make them as effective as a thousand?

If you’re not hiring based on a salesperson’s black book, you should hire on energy, enthusiasm, hunger, and passion. You can teach a salesperson how to take a warm prospect and close the sale. You can’t teach someone enthusiasm and passion.

In this episode, Robert Cross, Co Founder & VP of Sales and Marketing at Pro Services Corporation, talks about the sales multiplier effect and why you should rethink the way you build your sales team.

Jul 16, 2016

There are certain things that people prefer to talk about over the phone (life insurance, etc.).

Call attribution allows you to treat calls as a conversion, a time to optimize spends. Phone leads convert 10-15 times better than web leads.

In this episode, Brendan Jackson, Director of Marketing at Dialog Tech, talks about call attribution and how it can support your marketing effort while driving sales.

Jul 15, 2016

On the first call that THEY PLACE TO YOU, what should you ask?

10 questions—no more, no less.

In this episode, Jason Swenk, CEO of JasonSwenk.com, talks about the 10 questions that you need to be asking on your first sales call.

Jul 14, 2016

For a field sales rep, geography can be the biggest challenge. How do you make sure you get in front of the right people, at the right time, without running yourself ragged in the process?

Roughly ⅓ of industries do their best when a field rep can get in front of a customer in person (dentist, doctor, tire store, textiles, etc.). Regardless of the technology that exists, the field sales rep will always be necessary.

In this episode, Steven Benson, CEO at  Badger Maps, talks about the difference in needs of field sales reps versus inside sales reps.

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